SALESMAN AND CUSTOMER 255 
encounter on a trip between New York and 
Chicago. 
From a perusal of the requirements neces 
sary for a salesman in this territory, and I may 
add that I have not overcolored, or under 
estimated them, it is apparent that the right 
man will be difficult to find. If a house can 
not see its way clear to enter this field with the 
right kind of a representative, it had better 
remain out of it altogether or combine with 
several concerns in allied lines and send one 
high grade man to represent them jointly. It 
is extremely doubtful if any one could do 
justice to more than five firms in such a ven 
ture. The plan adopted by European houses 
is to send a capable young man to one of the 
countries and let him live there until he has 
acquired the language, the customs of the peo 
ple and their ways of doing business. Then 
they put him on the road. This serves to 
demonstrate the thoroughness which marked 
every step of the European conquest of these 
markets. Our American public schools are 
now instructing pupils in Spanish and Latin